The RoleWe are looking for a
Director, Revenue Analytics to lead our Revenue Analytics function and own the data, analytics, and insights that drive decision-making across the go-to-market organization. This role will build the revenue data foundation, reporting, forecasting, and analytical capabilities needed to understand performance, identify opportunities, and drive more predictable growth.
The ideal candidate goes beyond reporting what happened. They establish how revenue performance is measured, identify the drivers behind results, and use modeling, leading indicators, and forward-looking analysis to anticipate what is likely to happen next. They will translate complex data and business questions into clear recommendations on where the organization should focus, invest, and optimize.
The Director, Revenue Analytics will sit within the Revenue Operations department, report to the VP of Revenue Operations, and partner closely with leaders across Sales, Marketing, Customer Success, Operations, and Finance. This will initially be an individual contributor role, with the opportunity to build and lead a Revenue Analytics team over time as the function and business scale.
What You'll Do- Own Revenue and GTM performance analytics across the customer lifecycle, including pipeline, conversion, win rates, sales cycle, sales activity, productivity, retention, and expansion across segments, channels, products, and teams.
- Build and evolve the Revenue Analytics data foundation, including data models, datasets, metric definitions, data quality standards, governance, and trusted sources of truth across GTM systems.
- Partner with Data and Engineering to improve the accuracy, accessibility, scalability, and structure of GTM data used for reporting and analytics.
- Define the KPIs used to measure revenue performance and build scalable dashboards, scorecards, and self-service reporting that enable leaders and teams to consistently monitor results.
- Use SQL, Python, and BI tools to analyze complex datasets, identify root causes and performance drivers, and surface meaningful insights to the business.
- Own revenue forecasting across team and company levels, including methodology, pipeline coverage, pacing, forecast accuracy, and leading performance indicators.
- Synthesize findings into clear executive-level narratives and recommendations that help Revenue leadership make informed operating and investment decisions.
- Establish measurement frameworks for GTM initiatives, experiments, investments, and process changes to quantify impact, evaluate ROI, and inform decisions on what to scale, adjust, or discontinue.
- Evaluate strategic growth opportunities across customer segments, products, channels, verticals, and markets through market sizing, customer fit, performance analysis, and growth potential.
- Own sales commission administration and analysis, including calculations, attainment reporting, payout accuracy, plan performance, and evaluation of incentive effectiveness.
- Identify and implement opportunities to apply AI, automation, and agentic workflows across Revenue Analytics and reporting to improve scalability, efficiency, and insight generation.
What You Bring- 7+ years in Revenue Analytics, GTM Analytics, Revenue Operations, Sales Operations, Business Operations, FP&A, or a related analytical function.
- Advanced proficiency in SQL, Python, and BI tools such as Looker, along with hands-on experience in CRM platforms such as HubSpot or Salesforce.
- Strong ability to build revenue datasets, data models, metric frameworks, and reporting infrastructure across multiple GTM systems and data sources.
- Deep understanding of GTM performance, funnel dynamics, forecasting, sales productivity, customer economics, and the key drivers of revenue growth.
- A track record of defining KPIs and building executive dashboards, scorecards, and reporting frameworks used to measure and manage business performance.
- Strong capability in predictive analytics, forecasting models, leading indicators, and scenario analysis to support forward-looking business decisions.
- Knowledge of sales commissions and incentive compensation, including administration, payout accuracy, attainment reporting, and plan effectiveness.
- Ability to translate complex datasets and analytical findings into clear, concise, and actionable recommendations for senior and executive leaders.
- Strong business judgment with the ability to connect analytical findings to operational decisions, investment priorities, and revenue outcomes.
- A proactive, ownership-oriented mindset with the ability to identify opportunities, challenge assumptions, and independently drive analysis from business question to recommendation and action.
Why OnPay?- Momentum that matters: We're backed by over $100MM in new funding and scaling rapidly.
- Market-leading product: OnPay consistently ranks among the highest-rated payroll solutions, earning top marks for usability, customer satisfaction, and support.
- Remote flexibility: Work from anywhere in the U.S., or join our collaborative HQ team in Atlanta's Ponce City Market if you reside in the Atlanta metro area.
- Competitive compensation: Base salary + bonus + stock options = real upside for high performers.
- Comprehensive benefits: 4 weeks PTO + paid holidays, Medical/Dental/Vision, Short- & Long-Term Disability, Life Insurance, Fertility Benefits, Parental Leave, and a 401(k) with company match.
- Growth culture: Join a team with deep employee benefits experience, payroll expertise, market momentum, and a genuine commitment to helping employees grow their careers.
- Client-first ethos: OnPay is built on a culture of transparency and service - from our transparent pricing to our commitment to making small business simpler.
Location & CompensationRemote (U.S.) | Atlanta HQ OptionalCompensation includes a base salary of
($180,000-200,000). Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.
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